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Evaluating the Addition of a Substitute Product

An industrial equipment supplier was concerned that one of its core products was being threatened by a potential substitute that served the same markets but utilized different design. Many of the client’s largest customers were using both the client’s product and the...

Expanding into a Fast Growing Regional Market

An instrumentation supplier was evaluating the best means to enter the fast growing US oil and gas shale market. There are many potential areas to pursue, and the Client needed to choose the best plays to enter and the appropriate entry strategy. Some of the Client’s...

Evaluating the Market Opportunity for a New Product

An instrumentation supplier was evaluating whether to develop a related measurement product for an emerging application. The Client believed the new product could spur growth given the growing global demand for measurement in the new application. However,...

Understanding Competitive Threats

A leading capital equipment supplier was increasingly worried about two international competitors that appeared to be aggressively pursuing the Client’s core market. These companies appeared to be gaining market share by aggressively discounting their products and...

Penetrating an Adjacent Market

A successful energy equipment supplier had directed resources to grow in an adjacent market segment.  After winning a few large project orders, sales growth faltered. The Client feared they may be operating at a competitive disadvantage relative to the market leaders...

Determining Synergies from an Acquisition

An industrial equipment supplier was evaluating the merits of making an acquisition. The acquisition candidate of interest manufactured complementary products to the Client’s and marketed them to a strategic, underserved market segment. The acquisition price, however,...